The CleanTech sales cycle could last anywhere between a couple of weeks, to a couple of months, or perhaps even years. From the sales experts we’ve talked with, 8 months is the standard length of a sales cycle. From a current record by Demand Gen, purchasing cycles have been much longer since the variety of choice manufacturers in the B2B acquiring process has boosted. Additionally, buyers are investing even more time performing analysis before buying. This indicates fewer clarifications from the salesmen’s side, but the same duration of sales cycles.
Below are some excellent strategies for reducing the CleanTech sales cycle:
Straighten your info and content with the Buyer’s Journey
Your potential customers go through various phases of the Buyer’s Journey. For that reason, you should make sure that your sales content is lined up with their corresponding stages in the process. This will make it much easier to enlighten them, reallocate them to the correct phase, or convert them into pleased buyers.
- Awareness stage – At the start of the sales cycle, your potential customers are not sure of exactly what they need. This phase of the buyer’s journey is where potential customers look to determine their issues that have to be addressed and the objectives they need to reach. As a result, before establishing a sales consultation, make sure to give the prospect instructional content that resolves their problems adequately. This can be anything from content easily offered on your website such as articles or infographics, to high-end content such as ebooks or white papers. As you lead your potential customers in recognizing their troubles, you could also determine if your qualified leads can have their needs met by your CleanTech product and services. Doing so will help you develop your top priorities accurately. You can concentrate on aiding leads you determined as qualified instead of those that are more likely to withdraw.
- Consideration stage – At this stage, leads know their issue and have actually chosen to resolve it. They are now thinking about various choices for fixing their issues and obstacles. You now need to supply content that reveals you as an authority in the market and describes the various opportunities to fix your prospect’s troubles. White papers, webinars, case studies, and detailed overviews would be ideal for encouraging leads to purchase from you and not your competitors. Hang on a second! Your content for the Consideration Stage should not discuss anything regarding your CleanTech business services quite yet. Your content must concentrate on informing your potential customers as well as leading them to the best opportunities to resolve their troubles. An excellent example of Consideration Stage content is Buzz Sumo’s specialist webinar collection where leads could obtain recommendations, techniques, as well as suggestions from various content marketing masters.
- Decision stage – At this stage, your leads have determined which approach they’ll require to satisfy their needs. They are currently contrasting the benefits and downsides for each of the various CleanTech businesses and attempting to determine which is the best fit for them. Content such as trial video clips, contrasting graphics, and test demonstrations would be great resources to use in this phase. Various other fantastic means of leveraging content in this phase are industry-specific case studies, blog content on your CleanTech services, and internet calculators that aid your potential CleanTech customers to determine ROI of your services.
Take advantage of email automation systems for your potential customers
In accordance with the Salesforce State of Marketing record (2017), 67% of marketing and sales leaders utilize automation software programs. It mentions an extra 21% are preparing to begin utilizing an automation system. You could reduce your sales cycle substantially by automating your initiatives. As an example, opposed to hand releasing social media articles and lead nurturing emails, you could utilize software applications to do that immediately. The content sent out from your automated emails and social media articles will nurture your leads over time and make it simpler to convert them into clients. Automating your sales initiatives will not just reduce your sales cycle, additionally, it will reduce your price for each lead created. Automation will also maximize your time as a sales rep and enable you to concentrate on various other integral parts of your work.
Show your cost and prove your value
Among the initial points a prospect will like to know is the cost of your product and services. If your CleanTech software application or services is widely known or competitively valued, you might consider having a “Request for Quote” interaction on your website. This could aid you to begin discussions and discover potential leads before providing a rate for your services. Then you place the value of your offerings which will assist you in being receptive and energetic to potential customers in the Decision phase of the Buyer’s Journey. Thus lowering your sales cycle considerably.
Follow your content with telephone calls to assist leads
Articles, social media messages, white papers, case studies, and reports are all excellent methods to get in touch with your leads throughout the sales cycle. As an active sales representative, you wish to reduce those cycles. Grabbing your phone and calling your leads could let you develop an additional individual partnership with them. This provides you the chance to react to any concerns and issues in real time. According to The Marketing Donut, 80% of sales need 5 subsequent telephone calls after the first contact with the prospect. Nonetheless, the function of your calls must not be to earn a sale right away. Rather, to utilize them to inform the prospect on the value of your offer. This suggests that your telephone calls might be found in useful at any phase of the Buyer’s Journey.
The final takeaways
CleanTech sales cycles could be exceptionally long, and it’s vital to reduce the cycle for every prospect on your target list. These ideas are part of the Inbound Sales Methodology. This methodology will aid you to plan your strategies throughout the sales process in a manner that would make both you and your leads feel excited.
It could be very tough to meet the demands of your leads throughout the sales cycle all alone. We at Responsify collaborate with CleanTech sales and business development professionals to offer strategy, support, and implementation in executing these tasks. By collaborating together, we aid marketing and sales associates to purposefully bring in brand-new website visitors, convert them into qualified leads, and finally accelerate them through the closing process.
We’ve assisted numerous gifted sales associates to weave the Inbound Methodology right into their complex sales process.
Don’t hesitate to book your complimentary 1-on-1 strategy session today to assist you in reviewing your procedures and securing free understandings and key tips for reducing your sales cycle!